Poor key account management of salespeople at Thanh An – Ha Noi

Abstract

In the context of this essay, it helps to have a more objective view of the issue in the organization. For resolving the problems to improve the business performance, we have identified what is the real problem, limiting mistakes when identifying problems, namely a perception problem, and a target problem. In order to identify the real problem, we must collect from many data sources as well as in-depth interviews with relevant people. Furthermore, to determine where the problem comes from, considering all the ongoing company or department symptoms or potential risks are happens firstly. Like this essay, the symptom is that sales of the five key accounts are reduced while total revenue still increases for three consecutive years from 2016 to 2018. Then, six factors have caused this symptom. One of the six issues that can be solved during this time is poor key accounts management of salespeople. This problem is currently present in the spinal team, and it will cause two serious consequences if not resolved soon. Therefore, finding out the causes of the problem is the next step before there are comprehensive solutions. Thanks to the theory, the two main causes of the weakness of business staff are identified, including intrapreneurial ability and poor communication. Next, there are three alternative solutions like recruiting, training, and compensating that were identified for resolving this issue. Nevertheless, compensation is the roof of cause in this situation. Finally, the detail plan for a complete solution will be designed to suggest. Because if the problem is not resolved thoroughly, it will not only that will this problem spread to other major units if not resolved early. Thanks to this essay and the theories in this course, I have learned many ways to approach and identify problems in my actual business so that I can come up with appropriate solutions in each circumstances and times.